hey miles here miles better calm in this
video you are going to learn the number
one most important step in the funnel
for consultants specifically if you're
doing the local marketing game or if
you're working on that marketing
arbitrage business blueprint that I've
laid forth in many other videos and
you're trying to get that side hustle
going where you're doing WordPress work
or Facebook pay-per-click or you're
doing SEO for people this step that
we're going to talk about here it's a
unique funnel step for you as a
consultant and it deserves your
attention keenly so this is the one
thing that you really have to make sure
that you stay focused on now obviously
the big goal and the number-one goal as
an entrepreneur is to get money and to
land a new contract with a client but
what we're talking about today is that
one step just before that this is the
domino that knocks over the domino that
you really want to fall which is earning
income so what is that it's discovery
calls discovery calls are the number one
way for you to prove beyond the shadow
of a doubt with a client that you are
available you're trustworthy you're
reliable and you're ready to help a
discovery call is ultimately your sales
presentation or an opportunity for you
to present your services to that client
but what you're doing is you're
positioning it in a way where it's a
value add to them you take some time to
sit down with them either over zoom us
or Skype for like a video conference or
you can use Google Hangouts or you could
sit down with them in person at a coffee
shop you could obviously do this over
the phone as well but really as you're
growing your business or I talked about
the whole funnel and how it works in
this is that key piece this is the small
hinge that swings a really really big
door within a consulting business
because it's through these discovery
calls that you're able to really build
the rapport and prove that you're the
individual that can help that in that
company that business owner that
entrepreneur or that manager that vice
president whoever that actually is you
prove you can help them
their specific goals so how does this
fit in the greater framework well for a
digital only business that sells info
products or membership products the
funnel is usually content that sits on
the outside right that's a tension level
content and then there is the opt-in
that is something exchanged for a free
giveaway and then from there you pretty
much go to the sale right so that's a
very very very simplified variant of the
funnel for a consultant you will want to
add the step inside of there of booking
a discovery call now there's a ton of
calendar based tools such as calendly
but be sure to search there's there are
many many many of these and what your
funnel ends up looking like is you still
have that front-end content right you
still have that valuable content that's
designed to garner the attention of the
individuals now for an individual
consultant this could be your own meetup
group in your area right it can be a
physical thing but it also can be a
LinkedIn group that you can fit you're
running it could be your YouTube channel
your blog etc etc so you've got that
attention level content and you may have
a separate opt-in that's a free report
that'll teach them how to do the things
you're going to teach them but a lot of
times consultants will put that content
out for free and I've got an example I'm
going to share how this is working out
here in a minute
but then after they have consumed some
of your content you give them the
opportunity to book a free 15 or 30
minute call where you will get on the
phone to see how you can help them grow
their business how you can help them
identify and solve their specific
problems now from an individual who's
looking for help in the world of local
marketing this is a huge opportunity to
get a essentially a fifteen to thirty
minute free consulting session that's a
great positioning for you in this
situation
so what you have is you have your opt-in
your button that trigger action that
shows up on your website
everything is folks focused on them
actually booking a time on your calendar
this is the core of the idea and your
goal if you want to hold a vision for
yourself your goal is to have your
calendar filling itself up with phone
calls so you're active
during the sales hours of your day is
simply showing up for each and every one
of these phone calls now if you're doing
15-minute phone calls you want to put at
least 10 minutes in between them calls
sometimes go over they might take five
minutes to get on the phone with you
they might want to go over a little bit
but ultimately what you will do is you
decide what hours each and every week
you are available for these types of
consulting sessions or discovery calls
now you want these to be during normal
business hours in your market because
that's when all of the other individuals
on the other side of the table are going
to be ready able and willing to connect
with you in those business hours so you
choose the time that's best for you if
you like those warning hours great setup
from 10 o'clock till noon every single
day are those slots that they're able to
fill in through a tool such as calendly
what you can do is you can actually pre
populate these 15-minute segments
putting your break in between so that
you're never kind of conflicting or have
overlapping time if one runs a little
bit late and then you're able to
integrate this to your autoresponder and
this is really the magic so the
individual enters their email address
when they're ready to book a time with
you the page that they reach after they
give you your email address is actually
a page where they can choose a time that
you've already set aside that you're
guaranteed to be there on your phone
ready to help them out they choose a
time that is best for them and you
simply pay attention to your calendar
you make the calls as they're going on
and you go into the sales process on
each one of these calls now I've
mentioned sales in the sales process
several times my approach to selling has
always been number one help them
identify their biggest goal that they
want to accomplish generally speaking
for people interested in digital
marketing services it's more clients and
specifically it's more clients from the
internet then the second goal is to
really help identify what assets they
have them available to them what's
actually working do they have a
wordpress site are they doing content
marketing are they running paid
etcetera etcetera help them identify
what's working and from this kind of
research and asking these types of
inquiring questions to get them to tell
you about their business model their
marketing structures their funnels their
lack of funnels their email lists their
lack of email as whatever it may be this
is how you identify those kind of
low-hanging fruits or the biggest
opportunities for them to grow their
businesses and that is obviously what
you offer to help them with as this
service so the big picture is that they
they find your meetup group they find
your LinkedIn group they find their
YouTube content they find your blog
content when they're searching for help
in this world they consume your content
they're like wow this person definitely
gets it they've clearly demonstrated
that they can be a trusted adviser
through the content that they published
at this point they're wondering how they
get a little bit more of your
information and they see that you offer
a free 15 or a free 30-minute
consultation that sounds great to them
because they have all these marketing
problems you're the individual that they
trust they book that they just pop up on
your calendar you get an email
notification it literally will fill up
your Google Calendar for you and you
just simply give them the call at the
specific time and that's where learning
the art of sales comes in handy if
you're not great at sales you need to be
reading the books the Tom Hawkins the
Zig Ziglar x' you know all the greats of
sales from yesteryear you do need to
learn the and master ultimately the the
world and the art of sales it is
incredibly important for you now how
this works for a friend of mine I got a
friend Dave Wooden he helps me with all
of my automations he runs my marketing
automation systems he helps me keep my
membership running my email lists and
all the fancy stuff cart abandonment he
actually works on all of those bits and
pieces for me and he builds membership
sites professionally and he reached out
and we were talking about an idea that
he's been working on which was kind of a
course he wanted to create in order to
teach people how to make their own
membership sites and his initial idea
was to charge for the course make it
like a $97 course and I suggested that
he went ahead and actually moved this
course beyond the free line and instead
he built this entire course that's
absolutely fine
I'll have the link pop-up above my head
here and he gave it away for free on
YouTube
it's an hour-and-a-half video and it
teaches you exactly how to go from not
having membership site or not being able
to sell your own courses online to every
single step in the process from the
email list to like literally everything
the shopping carts the integrations
building the members area of the
learning management system all of it he
shows it in one video for free and then
he obviously has the calls to action on
his main website integrate procom book a
call right so what happens is people
find his video when they're trying to
figure out how do I build a membership
site because that's who he's great at
helping so people are searching on
YouTube how to build a membership site
they find this video and they watch it
there's something Wow this Dave guy
knows exactly what he's talking about
he's built the thing I want to build
this is an hour and a half video I don't
have time to do this I wonder if Dave
can help me with this they go to his
website and what's that big call to
action on his website it's not get a
free thing here he put that free thing
up on YouTube it's booked a free call so
they book a free call with him they get
on the call he talks with him for a
little bit how can we help what maybe
sometimes he's a great fit for them and
he's able to help them out and
ultimately they become a client and he's
great with with long term clients other
times he's able to reference them to
something else he's created or sometimes
it's not perfect or the timings not
right for them and that's fine as well
but this is how he's leveraged this idea
of creating a great great great content
I'm talking the type of content that
other people have charged for that's
what I've been trying to do with you
here on this channel for two and half
years right so it's excellent content
that attracts the attention of the
perfect potential client and then the
call to action since he's a consultant
is the book a call and making pretty
much walk themselves through the process
of number one subscribing to his list
and number two getting on his calendar
for a phone call and ultimately he helps
on the call and that's how he lands
every client and we came up with this
idea because tunnels a gay do you talk
on the phone to every client before they
become a client he said absolutely
because he wants to make sure they're
the type of person he wants to be
working with there's no better way to
vibe so
and hopping on a quick call with them
but he also likes to make sure that he's
the right person for the job for them
because he doesn't like taking on jobs
and he's not perfect for so there's no
click and buy option on his website
right it's not productized service it's
all it's consulting that's what
consulting is it's uniquely tailored to
that individual in their situation so
putting this book a call system in place
as that key step within the funnel is
absolutely the kind of step to
prosperity for him for doing the local
marketing thing you need to have this
system in place so your meetup members
when they go watch your YouTube video
they'll find your call to action that
leads them to get themselves on the
calendar with you so they can get 30
minutes for you with you
you can demonstrate how much how many
great ideas that you have to help them
move their business forward help them
identify their problems so you seem like
the person who's clearly set tell them
solve problems because if you can help
them identify their problem more clearly
then they can kind of state it
themselves you are by de facto default
the individual who can help them solve a
problem and then they get on the
calendar you Don the call then you gotta
have them say this feels dialed in to
get it to work and that ultimately is
the path so that is the consultants
funnel if you will and that's really
that key that number one key step for
consultants to grow a very large
successful consulting business you got a
book your calendar up you know you're
doing well as a consultant when you look
at your calendar and you've got sales
call after sales call after sales call
and when you have that four-hour block
of time each and every day scheduled out
for the entire week and when those new
people are looking at next week's time
slots your pipeline will remain full you
will be able to be choosy as to who you
bring on so you can bring on the best
clients that are the highest value who
you can help them most that is when life
gets fun and easy and really that's what
a consulting business can grow quite
remarkably I hope this video has been
helpful if you have any questions for me
get at me in the comments below if you
enjoyed it give me a thumbs up and
ultimately subscribe I do three videos a
week which means I got another video
coming out for you here soon I thank you
for your time I hope you've enjoyed this
and I will connect with you on the next
video so be sure to subscribe and I'll
see on the next one until we meet again
be well
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